Senior Principal Account Manager

Job Purpose

To drive end-to-end key account sales growth and strategic client partnership development for Transform Japan, leverage solid technical expertise and industry technology insights to support clients’ digital business transformation initiatives, deliver tailored technical solution roadmaps, align RWS product portfolio with clients’ long-term transformation goals, and achieve assigned revenue and account expansion targets while maintaining high-level strategic client satisfaction.

About Transform

At RWS, we enable the world’s largest enterprises to communicate with global audiences through cutting-edge language technology, AI-driven solutions, and expert services. Our RWS Transform division empowers organizations to accelerate digital transformation, scale global content, and unlock growth in every market. Transform Japan runs full-spectrum Japanese localization business serving top multinational and domestic Japanese enterprises across regulated and tech industries.

Key Responsibilities

Account Strategy & Client Engagement

• Articulate RWS's unique technology-driven value proposition, including its technical advantages, strategic application scenarios, and tangible business transformation benefits, to differentiate our solutions in the market.
• Build and sustain strategic C-suite partnerships with key clients in Japan, leveraging consultative engagement to shape executive perception and secure buy-in for transformation initiatives.
• Develop and execute a comprehensive account strategy to drive portfolio expansion, enterprise-wide upselling/cross-selling, and large-scale solution adoption across Japan key accounts.

Market Intelligence & Competitive Strategy

• Regularly analyze client strategic direction, industry competitive landscape, and technology trends. Develop data-driven growth and transformation partnership strategies to sustain RWS's long-term competitive edge with target clients.

Collaboration & Cross-Functional Leadership

• Align Japan local go-to-market strategy with global Transform BU roadmap, analyze local market trends and competitor landscape to optimize business tactics.
• Partner with global cross-functional teams (pre-sales tech, delivery, product, HQ stakeholders) to drive large transformation project delivery and premium client satisfaction.
• Represent RWS Transform BU at high-level industry events, lead executive client presentations and strategic framework contract negotiations.

Skills & Experience

• Excellent C-level stakeholder management, strategic negotiation and executive presentation skills, with proven ability to influence senior decision-makers and drive large-scale transformation initiatives.
• 10+ years in B2B strategic account management and senior sales within Japan's enterprise sector, including 5+ years in high-tech. Track record of securing multi-million-dollar deals and negotiating multi-year framework contracts with AI/DX/SaaS/enterprise tech solution providers.
• Deep understanding of enterprise digital transformation, AI technology, and enterprise localization solutions, with strategic market acumen and agility to adapt to Japan enterprise market changes.
• Strong matrix leadership and team mentoring capabilities, with proven ability to collaborate effectively across global cross-functional teams.
• Strong commercial mindset and Strategic market acumen, client-centric and resilient senior leadership competency;
• Bachelor's degree or above (Business, Technology or related discipline preferred); business fluency in Japanese and English for C-level engagement and cross-regional global communication.
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Our purpose is to unlock global understanding. This means our work fundamentally recognizes the value of every language and culture. So, we celebrate difference, we are inclusive and believe that diversity makes us strong. We want every employee to grow as an individual and excel in their career. 

In return, we expect all our people to live by the values that unite us: to partner, putting clients fist and winning together, to pioneer, innovating fearlessly and leading with vision and courage, to progress, aiming high and growing through actions and to deliver, owning the outcome and building trust with our colleagues and clients.

RWS embraces DEI and promotes equal opportunity, we are an Equal Opportunity Employer and prohibit discrimination and harassment of any kind. RWS is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RWS are based on business needs, job requirements and individual qualifications, without regard to race, religion, nationality, ethnicity, sex, age, disability, or sexual orientation. RWS will not tolerate discrimination based on any of these characteristics. 

RWS Values 

Get the 3Ps right – Partner, Pioneer, Progress – and we´ll Deliver together as RWS.

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